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qualifying-a-prospect
Is that Prospect really a prospect?
by Tony Vidler        How do you know if a prospect is really a prospect, or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete time-wasters.  They just cannot bring themselves to say “no thanks”.   They cost a ton in […]
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the sale you have to make
The first sale you have to make…
by Tony Vidler There is a sale that advisers have to make, before they make a sale.  The first sale that has to be made is YOU.   Advisers often tell me they are struggling to get potential clients to engage.  The increasing compliance and documentation of advice, and the need to establish professional credentials […]
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How to get down to business, nice and easy….
by Tony Vidler        It has never been more important to invest time at the beginning of a potential client engagement in establishing some rapport, and creating a genuine level of “like & trust”.  That is the foundation upon which the entire potential business relationship is built.   However, many struggle with knowing how to […]
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For Client Presentations Going Low-Tech Works
by Tony Vidler        As client presentations become more compliance-focused, lengthy, and technical in nature there is an corresponding increase in client dissatisfaction with financial advice.  Coincidence?  I think not. There has been a trend for years for financial advice, particularly comprehensive financial plans, when presented to clients to be “too clever” with clients not necessarily understanding […]
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You got the prospects attention…now what?
by Tony Vidler        Advisers do not have a prospecting problem in todays world.  They have an “attention-keeping problem”.  Prospects have never been easier to find or reach out to, and getting their attention is not so hard – but keeping their attention most certainly is. It is probably the most critical step in developing a […]
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influencer soft skills
The Adviser as an Influencer
by Tony Vidler        The financial adviser is supposed to be an influencer…our role is to influence others to make better decisions than they would otherwise have made.   In order to become a more effective adviser the ongoing development of the skills that are required to deliver influential advice should be deliberately developed.  But […]
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trial closing
Lost Sales Skills? Trial Closing Techniques Are Still Very Useful
by Tony Vidler        Trial closing techniques from the world of sales are still very useful for modern professionals wanting to figure out whether their prospective client is getting onboard with the advice or not.   Nobody likes to be “closed” by a sales person, and we sure don’t want prospects to feel like we […]
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The Words We Choose To Use Have Power
by Tony Vidler        If we want to give ourselves the best chance possible of influencing clients and prospects to change course, which is what professional advice is all about really, then there is no doubt that the words we choose to use can make an enormous difference.   Enough experts have done enough research over […]
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How to Position For The Right Referrals
by Tony Vidler        Getting referrals is difficult enough for many, but getting the right referrals is even tougher. It’s always nice to get a referral of course, but it doesn’t help if we do get a referral and it is someone that we just can’t deliver great value to.   So we do want to […]
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The Continuous Cycle That Is Social Media Marketing
by Tony Vidler         Marketing via social media is a bit like riding a bike: you have to keep pedalling that cycle or the lack of momentum will make it fall over. Many professionals beginning with social media as part of their marketing mix fail to recognise that continual movement is a critical part of making […]
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